We are seeking a Sr. Partner Sales Manager to drive our global partner sales team. Collaborate with the Head of Channels & Alliances to establish strong connections with VARS in your territory. Lead VARS through their journey to success with enthusiasm and strategic expertise.
Your role isn't just about hitting sales quotas; it's about crafting dynamic success plans that empower our partners to thrive. From developing GTM strategies to driving sales plays, you'll be the mastermind behind each step of the journey. And hey, did we mention the rewarding compensation plan that awaits you? Get ready to dive into a role where every achievement is celebrated, and every landmark brings you closer to realizing your full potential. Join us at Expel, where partnership meets passion, and together, we'll pave the way for endless success!
What Expel can do for you
- Lead the Reseller partner journey, coordinating all aspects from recruitment to ongoing relationship management. Ensure success through training, enablement, and careful planning.
- Guide partners through the Partner Success Journey to achieve co-selling & co-marketing success.
- Be the authority on reseller partners in assigned territory, collaborating closely with the Expel sales team.
- Coordinate partner-related activities and communication to meet quarterly goals, including Sales, Technical, and Process training delivery.
- Collaborate with the Partner Marketing Team to improve market coverage through partner promotions.
- Motivate partners to outperform monthly goals through recognition and goal-setting, nurturing a collaborative performance culture.
- Support field sales in identifying partner training needs and new partner opportunities during Territory Management & Planning Reviews.
- Facilitate strategic account planning sessions and maintain an ownership mentality to nurture enduring, mutually beneficial partnerships.
- Cultivate strong internal relationships to keep Sales and the wider team informed about partner progress and challenges.
What you can do for Expel
- Ability to effectively communicate Expel’s value proposition to VAR partners and understand their challenges and needs.
- Extensive knowledge of the managed security market, competitors, and customer challenges.
- Proficiency in engaging with partners to assess their willingness to engage in enablement activities.
- Skilled at working with senior leadership to develop business plans and promote accountability among collaborators.
- Excellent presentation skills adaptable to diverse business and technical audiences.
- Familiarity with partner procurement processes and common deal-closing challenges.
- Understanding of various business functions like marketing, PR, and finance.
- Strong verbal and written communication skills for effective collaboration.
- Analytical prowess and adept problem-solving abilities.
What you should bring
- 10+ years of Business to Business sales experience, with at least 3 years in the Enterprise Security industry.
- Proficient in navigating the EMEA channel landscape, including VARs and Distributors, with experience in common partnership models (sell with, sell through, sell to).
- Proven understanding of modern enterprise security products and familiarity with leading vendors in product categories like firewalls, endpoint detection and response, and SIEM.
- Capable of guiding partners through brief product demos using consumer-grade web application UIs to showcase Expel's offerings to customers.
- Proficiency in enterprise and sales efficiency technologies such as Google Suite, Office365, Slack, Zoom and Salesforce.
- Knowledgeable about technology innovations and trends in medium to large enterprises.
- Encouraged business travel of approximately 25-50% annually.
- Bachelor’s or postgraduate degree strongly preferred.
Additional notes
Pay range: £123,500.00 - £130,000.00 base/£190,000.00 - £200,000.00 OTE + equity.
We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.
Our employees live all over the UK and United States so you can work remotely but may be expected to travel to the HQ office 4x a year for 3-5 days at a time. Our office is based in Herndon, VA USA.
We’re only hiring those authorized to work in the United Kingdom. We do not currently sponsor immigration visas.
We're an Equal Opportunity Employer: You will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.
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